Team Workshop Series: Becoming the Specialist of Choice
Becoming the Specialist of Choice
The Patient Experience System
Primary Audience: Treatment Consultants & Assistants Acting in that Role Optional Audience: Practice Success Directors & Strategic Growth Partners
Every patient who walks through our doors is a referral, a gift. With that gift comes both privilege and responsibility: the privilege to care for them, and the duty to deliver an experience that reflects the trust their general dentist has placed in us. Each patient encounter should feel like a red-carpet moment, an extension of the experience they have already had at their referring doctor’s practice. Designing the Specialist of Choice Experience equips your team to do just that: to create a seamless, elevated patient experience that honors the referring relationship while educating and empowering patients to move forward confidently in their care. This workshop is built to develop the Treatment Consultant as the key guide of the patient experience, the one who connects trust, education, and value for the patient and the practice.
This two-day workshop teaches Treatment Consultants and supporting team members how to design and deliver a patient experience that is intentional, trust-building, and aligned with the practice’s vision. Through collaborative discussions, live examples, and breakout exercises, participants will learn to view every patient interaction as an opportunity to strengthen trust, increase case acceptance, and reinforce the partnership between the referring doctor and the specialty team.
What They Will Learn
- How to design and execute a comprehensive annual growth plan tied to measurable outcomes.
- How to align external influence (SGP) with internal excellence (PSD).
- How to build a strong referrer community through touchpoints such as keynote events, study clubs, newsletters, and on-site visits.
- How to grow the number of referrers and volume of referrals.
- How to increase case value by aligning clarity with clinical excellence.
- How to ensure patients arrive prepared, understanding the value of specialty care.
- How to embed daily, weekly and monthly alignment sessions that drive accountability and results.
- How to reset and renew quarterly to keep growth fresh and sustainable.
The real outcome of this curriculum is closing the loop between referrers and specialists. When both commit to great clinical outcomes, patients not only get referred – they follow through. That consistency builds trust, removes friction, and creates an unbreakable bond between practices. And when that bond exists, there is no shortage of referrals. There is only growth, influence, and impact- fueled by being the reliable source of clinical success and practice success, time and time again.
Focus Areas
- The Patient Experience Framework. Understand the journey from first contact to treatment completion and design every step to build trust and connection.
- Building Value at Every Step. Learn how every role creates meaningful value that deepens trust with patients and reinforces the referring relationship.
- Case Presentation. Present treatment with clarity, confidence, and empathy to help patients understand both the “why” and the “how.”
- Overcoming Objections. Turn barriers like time, fear, and money into opportunities for understanding, education, and reassurance.
- Financial Arrangements & Care Tiers. Use structured care tiers to make financial decisions simple, transparent, and confidence-building for patients.
- Communication & Handoff Excellence. Deliver seamless transitions and connected messaging that reflect one unified team and an exceptional experience.
